Question 1

When should a salesperson determine that the optimal number of calls have been made to a client?

Accepted Answer

A) additional calls do not result in additional sales 
B) demand equals supply 
C) marginal cost equals marginal revenue 
D) the salesperson is working five full days per week 
E) the total cost of sales calls equals the value of the business from that customer

Question 2

Which of the following measures is NOT used to determine how well a salesperson has penetrated an account?

Accepted Answer

A) how much cooperation a salesperson receives from a supplier 
B) product distribution within the account 
C) a decrease or increase in sales within the account 
D) the salesperson's reputation as an authority on the type of merchandise he or she sells 
E) his or her freedom to visit with various people in the account

Question 3

What should a salesperson who is a true professional do?

Accepted Answer

A) keeps customers informed on competitive information 
B) has the ability to leave her personal conscience out of business dealings 
C) speaks well of others including the competition 
D) knows when to use high-pressure techniques 
E) knows that the key to success is finding new customers and doesn't waste time on old ones

Exam 12: Follow-Up Maintain and Strengthen the Relationship

When should a salesperson determine that the optimal number of calls have been made to a client?

Which of the following measures is NOT used to determine how well a salesperson has penetrated an account?

What should a salesperson who is a true professional do?